TASK 1: Build Business Relationships and Conduct Negotiations

Q1: You’re a senior sales representative of a tour operation. You’re about to visit China to
meet a travel agent to promote your holiday package. You don’t know anything about China.
Explain how you would go about establishing an ongoing professional relationship.

ANS: When journeying to a one-of-a-kind country, tradition performs a very quintessential role.
It is necessary to be conscious of how to recognize subculture of a country for setting up a
sturdy and sustainable employer relationship. In this unique question, the vicinity one is
traveling to China, perception their special desires and idiosyncrasies is very crucial to conduct
industrial organization in a united states of america with a way of life very one-of-a-kind from
that of Australia. China is a very massive kingdom and as a end result consists of of many sub-
cultures. A man or woman looking to assemble business corporation relationship have to have
appropriate records of the Chinese way of existence as a complete and sub-culture of the
special neighborhood in the country the location he/she would spend most of the time .

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Q2: Business relationships happen in a commercial context and vary depending on industry
structure and interrelationships. List two external customers you would form relationships
with in each category.

1. Essential service suppliers

2. Gas supplying agents

Electricity supplying agents

Hospitality suppliers
• Food supplying agents
• Equipment suppliers
Communication suppliers
• Surveillance supplying agents
• Internet suppliers
Distribution
• Courier services companies
• Shipping countries
Marketing
• Printing services agencies
• Advertising agencies

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Q3: List six interpersonal and communication styles you can use to build trust and respect
to nurture ongoing business relationships.
ANS The six indispensable interpersonal and dialog patterns that can be used to assemble a
right business employer relationship are:
• Conducting Business Ethically
• Abiding with the resource of the ensures and agreements
• Maintaining transparency
• Communicating clearly
• Showing empathy and sensitivity
• Selecting exquisite verbal change medium

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Q4: You need to plan activities and organise initiatives that support your professional
relationships. Identify six ways you could maintain regular contact with suppliers and
customers to communicate better and foster stronger business relationships.

ANS: The six processes by using which high-quality and environment pleasant contact can be
maintained with the suppliers and purchasers are:
• Building private relationships with the aid of meets and social networking
• Conducting day-to-day meeting to gauge the increase or speak about any bother that may
also moreover arise
• Sending e-newsletter about new merchandise and offerings
• Organizing cooperative and social activities
• Organizing Industry events and function
• Membership and associations with a vary of corporations to extend peer interactions

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Q5: List the four stages of negotiation.

ANS
1. Preparation of negotiation
2. Opening
3. Bargaining
4. Closing of negotiation
These are the 4 ranges of negotiation.

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Q6: You’re the general manager of a five-star hotel in the inner city. You normally wear a
suit and tie and conduct business quite formally. The chef and food and beverage manager
have asked you to accompany them to a rural farm to negotiate with a produce supplier
who can deliver fresher vegetables directly to the kitchen. Do you need to change your
approach in this situation? If not, explain why not. If so, explain why and describe how you
might change.

ANS : In this case, I am required to negotiate with a fresh veggies supplier. Being too formal
can also no longer help me a lot due to the reality it would no longer allow me to have the best
contact with the supplier. I would like to be dressed in formal shirt and pants alternatively of
go nicely with to portray myself as the day-to-day supervisor of a five-star resort on the other
hand at the equal time I would maintain away from letting the company be conscious with my
appearance and the way I interact with him. A acquainted and casual approach to strike the
deal would be the finest in this case.

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Q7: Before entering into negotiations with the produce supplier in question 6, what are five
things that your team should be clear on? Of these, which is the most important?

ANS:
• The man or woman or the employer with whom one will be negotiating with . This is the
most fundamental thing that a crew ought to be clear on.
• A thorough search for want to be carried out about the kingdom of the market and this
have to be analyzed from the financial or financial perspectives.
• It is necessary to apprehend the supply and demand of the merchandise which one
substances currently.
• It is critical to be conscious of about the opponents in phrases their discounts, incentives
etc.
• Lastly, the crew have to gather all the relevant information like budgets, existing day
costs, consumer numbers etc.
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Q8: Your team has decided the roles each person will play in the negotiation with the
supplier in question 6. Briefly describe what each person will do.
Chef (good guy)
To grant the issuer with higher parts you order.
Food and beverage manager (bad guy)
To reduce the charge to a pinnacle notch extent and enlarge some unequal requests for the
supplier.
You (leader and sweeper)
To compromise every elements and make a mutual reply ideal to all parts.
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Q9: You’re the manager of a travel agency about to enter into negotiations with a resort
which could be of significant commercial value to you both. You believe a long -term
relationship would be in your best interests. Which of these three negotiating styles is the
best one to use? Describe the communication skills that go along with-it Integrative
approach Distributive approach Mixed approach.

ANS: Integrative method (Win-win) every elements reconcile their positions to reap a at the
equal time simply beneficial agreement.
• Open dialog between all involved.
• The potential to speak about potential options.
• The willingness to concede non-vital elements if necessary.

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Q10: When negotiating, your aim is usually to maximise the benefits for all parties involved
and establish long-term relationships. List six negotiating techniques you can apply in order
to obtain a successful result for your travel agency and the resort in question 9.

ANS: The six negotiating strategies are:

• Active listening
• Using exceptional cultural behaviour
• Clarification of needs between each parties
• Identifying elements of agreement and disagreement
• Questioning
• Using super cultural conduct

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Q11: You’re an operator of a small restaurant that you currently lease. You’d like to make
minor renovations to the premises. You’re about to negotiate with the real estate agent
who’s infamous for being difficult to deal with. State five ploys the agent might use against
you.

ANS: The 5 ploys are :

• To Give me threats
• To maintain me waiting
• To Make unsubstantial statements
• Placing me in uncomfortable chairs
• To declare that I am treating him unfairly

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Q12: The real estate agent in question 11 keeps you waiting for nearly an hour and then
keeps taking phone calls during your negotiations. Describe how you would respond.
ANS: I would stay calm, ask for a break and then attempt to ask for hints from the actual
property agent.

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Q13: Identify three signs that show the other party is ready to close negotiations.

ANS: The three symptoms are:

• Requests are made with the aid of capability of the distinctive party for a draft contract.
• The physique language of the specific party adjustments in a magnificent manner.
• The range of objection made begin to decrease.

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Q14: List three types of input you can get from colleagues prior to and during negotiations
to incorporate into talks.

ANS: The three kinds of inputs are:

• During the coaching stage, statistics about the industrial agency needs can be acquired
from colleagues which will help to determine the goals of negotiation.
• Information about the specific party can also moreover be obtained.
• During the bargaining stage, colleagues can be consulted to confirm the requirements
and to speak about how a lot concessions can be offered.

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Q15: List six appropriate colleagues and stakeholders you might need to communicate
results of negotiations to.

ANS
1. General supervisor, CEO, board of directors.
2. Operational management
3. Customers
4. Financial interests
5. Staff members
6. suppliers

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Q16: It’s important to evaluate commercial data and cost structures prior to negotiation.
List four common financial matters to consider before undertaking a negotiation.
ANS
1. What is the minimal promotion cost or most buying for price we’re equipped to go to?
2. What reduce fee can be given?
3. What charge share are we inclined to give?
4. What is our minimal earnings margin?

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